Consultative Sales Training
Why Consultative Sales Training?
Customers don’t like to be “sold to”. They much prefer to engage in an interesting conversation, be asked intelligent questions and listened to with genuine interest. In business this is known as consultative selling. Our consultative sales training will instill these skills in your team.
If your sales team listen to your customers properly, the battle is already half won.
We provide successful consultative selling strategies that close more new business, improve customer relationships, increase customer retention and deliver real value to your customers.
Customers will give you key details into their personality and preferences, the way they like to communicate, and of course their true potential as a client. Your team will also start picking up on the clues that they used to miss, plus with some refined conversational skills and probing techniques, they will begin to dig deeper into their customer needs and naturally uncover a wealth of new opportunity.
As always we refuse to create a room full of robots. Each member of your sales team will learn how to maximise their natural style to full sales advantage.
Our mission is to provide companies and sales teams in the UK & Europe with sales training that makes you money. Our Consultative Sales Training has helped thousands of clients. Check out some of our latest work here.
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Key Areas For Consultative Selling:
Natural Style
Our sales training programmes place great emphasis on fostering a natural style. Authenticity is key when reaching out to prospects & customers, and we are specialists in teaching trainees to discover the power within them to develop meaningful connections.
Tailored to You
We strive to understand the culture of your business, your team and the individuals who make it up. With our help, your team will deliver a message which actually feels like it’s yours.
The Structure of Success
Your people will be able to identify at what stage each customer is at in the process, and we explore a new way of structuring their communication to better match and influence the customers decision making process.
Customer Needs
Customers don’t make decisions to ‘change’, unless they perceive they have a need. Here we enable your sales people pick up on relevant information from customers during their interactions and help them spot more opportunities to up sell.
Uncovering & Influencing Needs
Here we introduce the principals of consultative selling and focus on developing more advanced questioning and listening skills to enable your technical advisors to gleen more information from their customers and understand their world.
Influencing Beyond the Basics
Persuade as well as inform when updating, dealing with request and queries.
Objection Handling
Research shows that many objections arise simply because the individual trying to sell is not focusing on the right behaviours. Here we explore the origins of objections, how to avoid them if possible (by using the right behaviour), or handle them if they arise.
Closing for Commitment
Here we explore different closing techniques and consider the appropriate use (and often inappropriate use) of them in high value business to business selling. We identify what success looks like and how to achieve it at the end of a conversation or written correspondence.
What our clients say:
This training massively opened my eyes to how customers think and how to tailor my selling effectively. I will now be more confident in my role. An amazing workshop well worth the time. Thank you for helping me so much!
Daniela Forsyth
Babcock
Engaging and very interactive. I love the style of training because I will actually remember it!
Abigail Townsend
Gorkana Group
Ready to get started?
Let’s make it yours – naturally..
Please give us a call to arrange an in-depth consultation to work out how we can make the programme feel and look just right for you, with your stories, your products and your people featuring prominently.
